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Roopal Shah

Head (VP) of Global Enablement, Benchling

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If you were implementing a B2B Marketing and Sales Enablement program, what are the first 5 assets you would create?

Roopal Shah

Benchling Head (VP) of Global Enablement • May 18

Good question - to have to pick is tough but if I must, here are the main things I think every sales rep needs in their bag to be successful: (1) First Call Deck / Pitch Deck (2) Competitive Battlecard(s) (including how to place traps / how to arm against competitor's traps - shields/swords......Read More

2092 Views

Is there a framework for creating good sales enablement decks for new B2B products or training new sales rep on your product?

Roopal Shah

Benchling Head (VP) of Global Enablement • May 18

I'm a big fan of Nancy Duarte's work and her book Resonate. It speaks a lot to what a good narrative should be for any presentation. With that said, Enablement is a lot about teaching - so how you present to a customer is not necessarily how you present to a seller. For sellers, I put my tea......Read More

2056 Views

What's your best practice for making sure competitive, personas, and market research info is always up-to-date, moving from product marketing to sales materials?

Roopal Shah

Benchling Head (VP) of Global Enablement • May 18

Your CMS (content management system) should have some sort of archiving parameters in place that should remind the PMM team when things get stale. With that said, all the reminders in the world won't matter if people ignore them, so I recommend you also have a "librarian" of sorts manage your c......Read More

1617 Views

How does your company define the difference between Marketing and Product Marketing teams and how do the responsibilities differ?

Roopal Shah

Benchling Head (VP) of Global Enablement • January 9

For us the Corp Marketing team is accountable for brand, demand generation, creative, and communication (PR/AR/etc.) along with execution of programs (e.g. project management on campaigns or tradeshow/event work). The content however comes from Product Marketing to deliver in these programs and e......Read More

1379 Views

How do you develop a sales enablement roadmap?

Roopal Shah

Benchling Head (VP) of Global Enablement • May 18

I love Agile practices for this...my teams have always followed a process of Intake prioritization, and constant backlog grooming to feed a roadmap. A roadmap typically is a combination of the absolute must haves (e.g. events like SKO or infratsructure projects like getting an LMS in place or ......Read More

1313 Views

How does Sales Enablement change when you go from selling a product to selling a platform?

Roopal Shah

Benchling Head (VP) of Global Enablement • May 19

It depends on where you are in the growth journey. If this is a strategy change - in terms of no longer selling a product to selling a platform, it's more about messaging & the art of the possible with a platform. If you're further in the growth journey and have a complex product portfolio, ......Read More

1248 Views

What are your biggest challenges in enabling global sales teams, and how do you overcome them?

Roopal Shah

Benchling Head (VP) of Global Enablement • May 18

My biggest challenge is working with all the other groups vying for seller attention and helping them approach it with empathy and working for the greater good, versus what they think is best. But the responsibility here isn't all on them - enablement has a responsibilty to also present the full ......Read More

1196 Views

Our lower priced offerings seem to be the biggest competitors of our enterprise packages. What sales enablement activities and content help your sales reps sell your high priced packages?

Roopal Shah

Benchling Head (VP) of Global Enablement • May 18

Value selling is a really tool you can have in your arsenal. I would do a few things here if you're focused on having them shift to higher selling things. (1) Articulate Value - what is the customer getting for paying more? What are the benefits they would gain with this? (2) Teach them to ......Read More

1161 Views

For a product marketer who only spends a portion of their time working on sales enablement with little face-to-face time with sales, what's the best way to get buy in from a large sales team?

Roopal Shah

Benchling Head (VP) of Global Enablement • May 18

Work with your enablement team! And like with a lot of things these days, you're competiting for their attention - why should they listen to you? What's in it for them as sellers? What do they get if they listen to you on this topic? Also, work with sales leadership and have some street cred ......Read More

1055 Views

What sales enablement changes do we need to make as we shift focus from selling to SMB and mid-market to selling to enterprise?

Roopal Shah

Benchling Head (VP) of Global Enablement • May 19

While there are some common themes regardless fo the segment, there are some unique things down market: - Volume is much higher - reps have a 1000s of accounts versus handfuls so productivity is harder - Value selling is different - most buyers in those segments, especially SMB, won't have time......Read More

1003 Views

Credentials & Highlights

Head (VP) of Global Enablement at Benchling